You have a great business idea. You know you’re the right person for the job. And you know you can make money doing it. The only question is… what is it, exactly? Plus, how do you present it confidently in a way that makes people want in?
First, don’t panic. Second, you’ve got me!
Creating your first offer as a new business owner might seem scary or daunting, but it’s totally possible. The great news is you only need to invent the wheel once. From there, it’s just tweaking it to best suit your needs and processes.
So here it is: A Can’t-Mess-It-Up Guide To Creating Your First Offer.
This is where you’ll gain clarity on your deliverables, a system to answer the “how” questions around execution, and guidance on tackling the intimidating task of setting your rates.
Print this out, hang it on your wall and check things off as you go! Then celebrate.
Deep breath – you’ve so got this. Here we go…
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Identify your ideal clientele. You can start by answering these questions: “Who is my service or product for?” “Why do they need me?” “What are they hoping to walk away with after working together?” Then, use these answers as your compass. This way, you won’t get bogged down when crafting your offer. If at any point you get lost or are unsure what to do or include, refer back to these questions and answers! Bonus points if you can bring up a real person that you know so you create specifically for them.
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Look for the intersection of how you work best and what your prospective client wants/needs. Let’s get clear on what it will take from you to create your deliverable. Start by considering what your role looks like in an ideal world and how you work best. Then, look for ways this might need to be tweaked or changed so your ideal client has their dream needs met, too. For example, if you are a stylist who wants to go on a 4-hour shopping trip with your clients during the workweek, but they are busy with 9-5 jobs, you may need to adjust your hours to weekends or break it up into two 2 hour chunks! See? The intersection of How You Work Best/How You Prefer To Work meets What Your Prospective Client Wants and Needs. Bingo!
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Keep your deliverable timeline as short as possible. A 4 or 6-week offering is more appealing to a prospective client than a commitment for 12 weeks or longer, that’s for sure. If that doesn’t make sense for your business, then customize your timeline based on that client’s needs or what the norm is in your industry. And remember, there’s value in something taking a shorter amount of time than it would usually take – as long as you can really deliver without making your head explode.
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Set an appropriate price. Let’s make this an easy ‘yes’ for your client, shall we? We shall. Plainly said, keep your rates fair and consistent with your experience. While there are probably people charging big bucks for similar work, you probably shouldn’t price yourself in this money-space unless you’re starting with major experience or certifications. On the flip side, don’t price yourself so low that your prospective client doesn’t see value in the work or think you won’t do a satisfactory job. Remember: when you first start your business, real-world experience, feedback and social proof is just as valuable as money – and it’s what allows you to raise your rates along the way.
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When applicable, choose a one-on-one format. If possible, avoid class or group offerings in the beginning. Crafting one-on-one offers will work best so you can tweak your processes case by case and identify patterns and results. Plus, it will be a much easier “get,” meaning it is simpler to score one client than multiple ones for a group rate. Not to mention, a “private” or “custom” deliverable usually has a higher value to a client, (which means a higher price point for you!) Important note: If group work is your ultimate goal, no worries! That is more than possible in the future — let’s just keep it simple up top and get that experience while building out your platform!
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Offer reduced pricing for your first 3 clients in exchange for feedback and testimonials. Someone is more likely to sign up for your offer if they see value upfront and still feel like they have some skin in the game. Offering your first clients a reduced rate will naturally sweeten their experience with you, plus foster trust and the potential for them to become returning customers. You’ll also be able to build experience and get the feedback you need to keep growing early on!
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Write a sales page or ad that hits your prospective clients over the head with value. Yup, you’ve gotta do it. Simply laying out the specifics of your offer is not enough. Take care to make it clear why your clients need you, and spoon-feed folks exactly what they’ll walk away with after working together! Be direct and as specific as possible, while focusing on the payoff. For example, I could say 90 Day Business Launch includes one full-day session and then weekly calls and a private community and yada yada… or I could say in 90 days you will have a business that is clear, up and running and ready to bring in money. See the difference? P.S. If you have a website, spend some real time on writing this page (it’s important, and will take you far!) and make it live ASAP!
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Once you have your offer, shout it from the rooftops! Personal emails and conversations go so much further than social media posts. Pour yourself a glass of wine or hot chocolate (business owner’s choice) and take an evening to make a list of the people who need to know about you and your offer. Include friends, family, friends of friends and family of family — remember, you don’t know who your people know! Write down any local communities or organizations who could benefit from you and your services, too. Then, draft that email, schedule those coffee dates and make some calls. It’s time to land your first client!
While reading this might have led you straight to your first offer (if so, amen and hallelujah!) I also know how hard it is to do this yourself. In fact, it’s why business coaches, like moi, have business coaches! If you could use outside help, take a peek at 90 Day Business Launch! Together, we can get you up and running with stellar offers, excited new clients, and a killer business plan.
Sound good? I think so too.
